Are CRM platforms more beneficial for managers and executives in making sales enablement decisions, or better at providing tangible benefits to the front-line?
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Director of Sales in Retail2 months ago
Is it a cop out if I say both. With out question in my opinion having a centralized source for information, data ect... is a great for the front-line. Senior Prinicpal in Services (non-Government)2 months ago
A CRM platform should benefit both sales leaders and sellers if done correctly. The bigger issue is defining the GTM strategy, sales process, and metrics that the CRM needs to enable. This requires a holistic approach. Unfortunately, oftentimes, different teams set different priorities for the CRM platform team, leading to a lot of data that has to be entered by sellers and makes it hard to provide the analysis to enable business decisions.Chairman & Founder2 months ago
A CRM platform should benefit both sales leaders and sellers if done correctly. Unfortunately most CRMs fall short in three ways. First, the emphasis is all too often on the data that senior leadership wants to see. Second the CRM is not user friendly and easy to use for the sales rep. Third, the stages are based on the sales process and not on the buying process that buyers go through.CRMs that are designed effectively are the sales reps best friend. In my experience these are unfortunately the exception and not the rule.
CSO in Healthcare and Biotech2 months ago
The answer is both from my POV. If you’re leveraging a CRM appropriately, leadership and the front line benefit from its intended use – growing the business.
CRM has always benefited organizations.